Your Holiday Gift: A Top 5 Cold Call Tips List

For most, there’s a professional side, and a personal side. One governs our “work” lives; the other, pretty much everything else. Rule of thumb is that, by and large, the two shouldn’t overlap. If you’re a salesperson who makes cold calls, and leaves voicemails, this conventional wisdom is (yet again) all wrong. Chances are your cold call voicemails go something like this: You say “hello,” along with your name and company. You state your value proposition, i.e. the amazing benefits your product or service can provide the recipient’s organization. Finally, you express a desire to talk further, and ask for a callback.

Every now and then, a certain question pops up.

“Paul, I know your training on cold calling covers a lot of ground. Break it down for me, will ya? What are your top tips?”

Wow. This is like asking a football team to pick its “best” plays from a 5-inch-thick playbook. So much depends on circumstances, and timing … and, frankly, how well you know the playbook.

Some overriding principles apply every time you pick up the phone. Work to pique curiosity. Don’t go overboard with detail. Abandon the idea of “creating rapport” (this person doesn’t know you from Adam). Aim for an appointment, not a sale.

Granted, these are all pretty general. We know that no two cold calls are the same. You might encounter a different scenario at every dial. Opportunity is always there … if you can spot, nurture and embrace it.

1) Ignore the conventional wisdom: Lots of sales trainers (and even some writers) tout a “cold calling is dead” mantra. Uh, sure. Their magic formulas will fill your sales quota … until they don’t. A smart salesperson keeps all their options open. Done properly, cold calling is still an effective weapon in the sales arsenal. It shouldn’t be the only one (a claim I’ve never made) – yet, abandoning cold calling is equal to unilateral disarmament. Granted, cold calling is not always easy. So get better.

2) Have a strong script: Smart cold calling starts with a smart script. How long? Oh, say, 25 seconds max. You should know what to say, how to say it, and how long it will take to do so. Structure is critical, with each element leading into the next. You’re not trying to make a new best friend – just set a meeting. When you get voicemail (as you will), have a separate, incentivizing script ready.

3) Nail the introduction: If you enjoy stumbling (and tripping, and falling) out of the gate, start your cold call with these three deadly words. Failure will not be an option. It will be a certainty. Your call should start with an introduction that doesn’t scream “salesperson.”

4) (Smartly) engage the gatekeeper: Did “gatekeeper” just send a chill down your spine? Countless cold calls have died at the desk of this entity which, to listen to some salespeople, has near-mythical powers. Little surprise at failing, either, if you try to go around, push aside, or just ignore the gatekeeper. They can wield a lot of clout. The better approach is to engage them. Don’t be overly chummy. Just treat them as a real person, with real concerns and self-interests. You can turn them into an advocate who will advance your cause. It’s all in the approach.

5) Voicemail – to leave, or not?: In one word: yes. Keep it brief. Go light on details. Don’t sound like a professional automaton, either – inject some personality, and infer that this is a call that absolutely, positively should be returned. It’s easier than you think.

Things are getting colder (literally) as we commence the New Year. We can’t do anything about the weather, though. We can, however, work to ensure that 2018 is our hottest sales year yet.

Sales isn’t an easy profession. It’s easy to question yourself. So, when moments of doubt creep in, ask questions of others. Learn from their experiences. It’s how we get better.

In that vein, I hope these tips help and inspire you. Have a blessed and successful new year!

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Testimonials

If you get a chance to train with Paul I say run don’t walk to the session. It is invaluable and will change the way you cold call.

Kevin DavenportSenior Vice President of Powerteam

Attending one of Paul’s seminars was one of the most beneficial experiences I have had within my educational and
professional career. You will regret not signing up!

Joe Pillizzi

Paul has such a unique yet simple approach that will forever change the way you prospect. I would absolutely
recommend attending one of his seminars!

Daniel Mayer

Paul is inspirational, and passionate about helping people grow their client list. He has developed an easy to apply, appointment setting technique that will change the way you meet your new customers. Quit paying for clicks,
advertising on social media, and paying for postage. Most people think cold calling is dead………NOT SO. Paul brings new life to the most cost effective client acquisition tool available to everyone… using the Phone! Keep it up Paul!

Brad Saunders

Paul’s approach is as innovative as it is effective. Based on what I heard from him and the reactions I received from the individuals I invited, I have no doubt that people who hire him will get FAR MORE than their money’s worth.

Timothy Stewart

Paul is a well­spoken, direct, and impressive individual ­ His seminar and unique approach to cold calling will give
you a different perspective that you can apply to your strategy immediately. I would recommend Paul’s seminar to
any sales person out there, it will be worth your time!

Mark Petersen

Paul is a great presenter and networker. His seminars explain how cold calling has worked for him and he gives you
a methodology of how to reach out to sales prospects. I encourage you to attend a Paul M. Neuberger Cold Calling
Seminar to learn how to become a more effective salesperson. Paul is also very well connected in the Milwaukee
area and has introduced me to many people I have been able to do business with. Paul practices what he preaches.

Lisa Twitchell

Paul’s training was insightful and well worth the time. Paul is a great presenter and keeps you engaged. I left with information that has helped make cold calling more successful for me.”

Lisa Pecora

No matter the industry Paul M. Neuberger seminars will give you confidence that cold calling is not a thing of the
past and that there is SUCCESS and GROWTH in cold calling once you have the tools to do it efficient and effective.
I am a believer now that cold calling is not a thing of the past.

Judy Huebner

Paul gives great tips and techniques to conduct a successful cold call. He also re­adjusts your perception on cold
calling through personal stories and examples helping you get excited to get going with what you learn. Highly
recommend.

Lucas Robak

TESTIMONIALS

Cody Garvin

Sales Manager / Express Employment Professionals "Paul is the most energetic and engaging speaker I have had the chance to...

2017-11-07T06:18:49+00:00

Sales Manager / Express Employment Professionals "Paul is the most energetic and engaging speaker I have had the chance to see. Like the scripts he helps his audience design, I was hanging on his every word when I saw him speak. His framework for successfully scripting calls gives cold callers a new level of confidence when they are reaching out to potential customers and helps them sound like a normal person rather than the stereotypical 'smarmy salesperson'. This framework has also helped me personally to know who I should be reaching out to, what to say when I do, and how to get callbacks when I don’t connect. I’d highly recommend Paul to anyone who is looking to increase their knowledge, be more effective on the phone, and ultimately advance their sales career."

https://coldcallcoach.net/testimonials/cody-garvin/

Sarah Stone Weber

Manager of Marketing and Property Management Business Development / Horizon Develop Build Manage "I learned so much from Paul Neuberger!...

2017-09-03T02:22:41+00:00

Manager of Marketing and Property Management Business Development / Horizon Develop Build Manage "I learned so much from Paul Neuberger! Far more than just cold calling! He is truly a person that you need to know!"

https://coldcallcoach.net/testimonials/sarah-stone-weber/

Schuyler File

Healthcare Consultant / The Benefit Services Group "The Cold Call Coach Program works! Initially, I was skeptical of the Cold...

2017-09-27T18:12:37+00:00

Healthcare Consultant / The Benefit Services Group "The Cold Call Coach Program works! Initially, I was skeptical of the Cold Call Coach Program because I was having so little success on my own and did not believe the program could work. However, after the first session or two I understood that I had the wrong approach and the program was providing the tools I lacked. After completing the program, I have been getting a call back rate on voicemails that alone is worth the price of the program and this does not even include the success I have had when speaking with the target of my calls. I would recommend this program to anyone trying to increase sales through cold calling."

https://coldcallcoach.net/testimonials/schuyler-file/

Lori Torrison

Vice President of Sales / BSI "The Cold Call Coach was strongly recommended to us by one of our clients....

2017-08-25T03:05:46+00:00

Vice President of Sales / BSI "The Cold Call Coach was strongly recommended to us by one of our clients. After several discussions, we hired Paul Neuberger to work with two of our new sales hires. He put together an individualized training program which consisted of three sessions. In these sessions, he provided hands on training and worked with our reps on developing customized scripts, identifying their "why" differentiators and live cold calling which helped to increase their phone confidence. Each rep was given homework which he reviewed and shared with me to solidify their understanding of the concepts and fundamentals worked on during each session. Working with Paul helped our reps to established a strong foundation that they will be able to build on for a long and successful sales career at BSI!"

https://coldcallcoach.net/testimonials/lori-torrison/

Jim Garand

Business Development Representative / BDR Bay Marketforce "Over the last few weeks a colleague of mine has been following an...

2017-09-27T18:10:44+00:00

Business Development Representative / BDR Bay Marketforce "Over the last few weeks a colleague of mine has been following an intensive training with Paul M. Neuberger, Founder of The Cold Call Coach. So far I am very impressed with the high quality of their training. I was speaking to John Panzer their Director of National Accounts about setting up more training for my colleague. In my 20 years as a cold caller I have never come across better training. It really prepares you for the Real World of Cold Calling in the 21st Century. As a former Concierge of a 5 Star Hotel I would give them a Five Star rating hands down."